Boost Revenue with Exam Readiness and Assistive Technology Solutions: A Guide for IT Resellers in Education

November 4, 2024 Douglas Stewart

In the rapidly evolving educational landscape, institutions face new challenges in providing an inclusive, accessible learning environment while preparing students for critical exams. Exam readiness, combined with the right assistive technology (AT) tools, has become essential for schools striving to support diverse student needs. For IT resellers focused on the education sector, this offers a timely opportunity to not only meet the demands of today’s classrooms but also boost revenue by delivering solutions that address accessibility, readiness, and compliance.

Here’s a closer look at how you, as an IT reseller, can support educational institutions in driving success through exam readiness and AT solutions.

1. Recognise the Demand for Exam Readiness Tools

Exam readiness extends beyond just ensuring students know the material; it’s about giving them the tools to succeed under exam conditions. With remote and hybrid learning setups, students may face unique challenges when testing environments shift from traditional classrooms to digital spaces.

Why It Matters: Institutions are seeking solutions that streamline exam administration, minimise academic dishonesty, and ensure that all students—including those with additional learning needs—can perform to their best ability. By offering these tools, resellers have the chance to meet this growing demand while cultivating long-term partnerships.

Revenue Opportunity: Position exam readiness tools as essential components in a school's digital learning environment. Schools are increasingly prioritising solutions that prepare students while ensuring fair and compliant testing environments, creating ample room for both recurring and one-time sales opportunities.

2. Highlight the Value of Assistive Technology Solutions

Inclusive education is at the heart of modern pedagogy, with a strong emphasis on accessibility and accommodation for students with diverse learning needs. Assistive Technology (AT) solutions, such as text-to-speech software, screen magnifiers, and specialised hardware, support students in overcoming barriers to learning, ensuring equitable access to curriculum content.

Why It Matters: Institutions now place a premium on compliance with accessibility standards like the ADA in the U.S. and DDA in the U.K. Schools that fall short of these standards risk legal consequences, which makes AT solutions not just beneficial, but essential.

Revenue Opportunity: By offering AT solutions, resellers can help schools create compliant, inclusive classrooms. Many AT tools also come with subscription-based licenses, providing an ongoing revenue stream as schools renew annually to meet accessibility requirements. Positioning these as vital for compliance, improved student outcomes, and overall inclusivity boosts your product's value proposition.

3. Bundle Exam Readiness and AT Solutions for Added Value

Bundling exam readiness and AT solutions allows institutions to create holistic, adaptable testing environments that work for all students, regardless of individual needs. For instance, pairing a secure testing platform with a screen reader enables both academic integrity and accessibility, meeting two critical needs in one package.

Why It Matters: Bundling offers a more seamless solution for the customer, as it simplifies purchasing, support, and deployment processes. For institutions facing tight budgets, a well-structured bundle can also prove cost-effective.

Revenue Opportunity: Creating bundles that combine exam readiness and AT solutions opens opportunities for upselling. For example, a university looking to procure proctoring software might be convinced to include speech-to-text tools, as these tools enhance the accessibility of the testing experience for students with disabilities.

4. Emphasise Compliance and Security

Data privacy, accessibility, and compliance are non-negotiable for educational institutions, especially in regions with strict regulations. Highlighting the ways your solutions help institutions stay compliant with data and accessibility standards is a powerful sales tactic.

Why It Matters: Educational institutions need solutions that provide strong data privacy protections and support accessibility standards. Schools increasingly look for vendors who understand these compliance requirements and can offer peace of mind.

Revenue Opportunity: Position yourself as a compliance partner for your educational clients by emphasising how your solutions can help them avoid potential legal and regulatory pitfalls. Consider offering support packages that cover regular compliance audits or training on new accessibility standards.

5. Offer Training and Support to Maximise Product Success

Introducing exam readiness and AT solutions is only half the equation; training staff and ensuring seamless integration are equally critical. Schools may lack the resources to fully implement new technologies on their own, creating a need for reliable vendor support.

Why It Matters: When school administrators, teachers, and IT teams are confident in using these solutions, it leads to a better user experience, which directly impacts the institution’s willingness to renew and expand contracts.

Revenue Opportunity: Offering training and post-implementation support can create new revenue streams, as institutions are often willing to pay for services that ensure the successful deployment of their new solutions. This also strengthens your relationship with the institution, increasing the likelihood of contract renewals.

Final Thoughts

The need for exam readiness and assistive technology solutions is on the rise, driven by institutions’ desire for inclusivity, academic integrity, and compliance. As an IT reseller, offering these solutions not only meets these pressing needs but also positions you as an invaluable partner in education technology.

By recognising the demand, promoting AT and exam readiness bundles, and emphasising compliance and support, you’re not just selling products; you’re empowering schools to provide equitable and effective education. In a competitive landscape, this approach helps drive significant revenue growth, turning exam readiness and assistive technology solutions into a core part of your offering.